Answering the Question, "How Much Are You Making?"
Small shifts in what you say can put an end to annoying objection questions
Tim Sales of Brilliant Exchange
Adapted from a Tim Sales Newsletter.
Used by permission.
You've been in the business for a few weeks. You're talking to a prospect, telling him about your opportunity, and he says, "If this is so great, how much money are you making?"
Oh gosh, isn't this objection annoying?
It's annoying because it hits you right in the gut; because you've thought the same thing. Even more, you've been hoping that no one would ask you that! But, they do; and it hurts.
Now what?
There's more to how to handle this than I can explain in this article, but there is oen thing that is very important for you must understand. In Professional Inviter, I explain how I discovered that I was causing most of the objections I got. And, I discovered the profound idea that, if I was causing them, then I could stop causing them! What I first needed to do was to figure out what I was doing that was causing the objection, and then eliminate that!
Avoiding the "hereditary" objections
The first thing I noticed was: I continually (about 80% of the time) got the "pyramid" objection. I asked my upline, and he said it's "a common objection". So, I just assumed it was normal, and kept on doing what I was doing — never pondering why it was common. Well, later I figured out why it was common … I was causing it — and so was everyone else who used that script!
Of course I was getting that objection — I was saying what my upline was saying! It's kind of like when doctors say that diseases are hereditary. Very often, the diseases are only "hereditary" because the children eat what their parents eat! Or, they live in the same toxic geographic environment as their parents.
An "Ah-ha" moment of my MLM career
This was one of those ah-ha moments of my MLM career, when I discovered that I was creating the pyramid objection. I recorded several calls; and, sure enough, I kept getting the same pyramid objection at about the same place in my script. Specifically, right after I talked about the monthly income they could make. Almost in retaliation, they would ask, "Is this one of those pyramids?"
To remedy this, I simply dropped talking about monthly income and changed it to annual sales. Instead of saying a person was making $10,000 per month, I would say something like, "The person's business does about one million of gross sales per year, and he personally makes about 10% of that". This little shift in the way I said it completely eliminated the objection.
By the way, shortly after this change, I realized that most of what I said was creating objections. This caused me to pretty much throw out everything I was taught to say. You can learn my refined scripts in Professional Inviter.
Small changes can have big results
The point I'm making is this: I was causing the objection, and with a tiny shift, I stopped causing the objection. And, I'd be willing to bet that you might be causing "How much money are you making?" :)
With a smile on my face,
Tim Sales
Even the most gut-wrenching objection is handled with ease,
when you're a Professional Inviter.
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About the author:
Tim Sales helps network marketers gain the skills necessary to be successful in MLM. His MLM training is based on his personal success of building a downline of 56,000 people. Instantly access Tim's free MLM training and learn the steps to achieve MLM success at www.brilliantexchange.com/mlmtraining.
